HOW TO AVOID THE INCOME ROLLERCOASTER

BY CARLA THOMPSON, FOUNDER AND COACH AT AGENT+ COACHING

 

Why is it that some agents seem to have discipline around the daily focus on lead generation for their businesses and yet, the majority of agents struggle with this practice?

If you resonate with this dilemma, you are not alone!

Agents often feel like they are failing because of their inability to stay on top of lead generation.

There’s good news though!

You see, it’s really all about habits. Your habits.

Making lead generation habitual is the key to constant business.

And because beliefs drive habits, let’s look first at the beliefs that prevent lead generation from becoming a habit.

Most agents can list several beliefs they have around why they don’t lead generate. Here’s the most common passionately delivered list:

I don’t want to bother people.

I don’t want people to think I am using them for business.

I don’t like rejection. (Who does?)

I never get any leads.

I don’t know who to call.

I don’t want to call people I know.

I don’t want to call people I don’t know.

It feels like a waste of time.

Wow! So the stories that agents tell themselves are powerful.

Let’s look at the counterarguments of top agents just for fun:

I don’t want to bother people.

Is it not expected that salespeople are to reach out to sell? Great salespeople sell.

I don’t want people to think I am using them for business.

I want people to think of me when they have real estate needs or referrals!

I don’t like rejection.

People like me. They need my services.

I never get any leads.

We get leads by talking to people.

I don’t know who to call.

Here’s a phone book. Call anybody. Find someone who needs help.

I don’t want to call people I know.

If I don’t call people I know and ask they if they need help, someone else will call them.   Also, I want to be sure that the people I know see me in action, selling. I want them to know how hard I work.

I don’t want to call people I don’t know.

To be a real estate agent, you need to talk to somebody.

It feels like a waste of time.

You are in the business of serving people. Talk to them.

Top agents have often arrived at a point where lead generation has truly become simpler and not even slightly scary because their belief systems reflect thoughts like in the above counterarguments. And as a result, top agents have learned how to approach lead generation from an empowering standpoint, making it routine. They believe they need to connect with people regularly!

So if we can persuade an agent to adopt empowering beliefs such as you are here to find the people who need your help, then we can get to the real holdback: the habitual routine.

If you desire a different outcome, then you must do things differently. It really is that obvious. And the good news is that we can design a new routine!

A routine is needed to turn lead generation into a sequence of enjoyable habits. And these habits need to be consciously decided and laid out to create a system that sends you into a peak state of engagement. Well, that sounds complicated and yet, it’s simple.

How to Create a System for Lead Generation

Step #1: Determine a thought sequence to create a positive mindset.

With your coach,  design a plan for your to incorporate these new thoughts into your belief system. What would you like to believe regarding lead generation?
What would be empowering for you to believe regarding lead generation?

Step #2: Determine how to get your physiology to support your thoughts. With your coach, learn how to use your body to solidify your beliefs and therefore, take action.

For example, one agent I coach does a two minute stretching routine before her first carefully chosen call to someone positive in her life in order to make the  connection between feeling positive chemicals released in her body and talking on the phone to someone who uplifts her.

Step #3: Lay out the actual process of lead generation; note every detail (cue) that   choreographs positive energy. Incorporate multiple rewards. With your coach, precisely document exactly how the lead generation will look.

Note the details of the process closely. Start from the cues that really instigate  the whole routine. One of my clients once noted that whether or not she stepped into her lead generation routine started from the moment when she decided whether to put on her slippers in the morning or to put on her walking shoes. She realized that if she stepped into her routine of taking a walk, the rest of the morning flowed well and she lead generated. If she chose to stay in her slippers and start on email right away, she seemed to run out of time and would feel like she could not do her lead generation. Powerful cue!

Step #4: Measure and celebrate. Share your results daily. Ensure there is a feedback loop.

It is critical to signal to your brain that you have completed your goal every day.  You can get a quick adrenaline rush by knowing you have accomplished it! One time in coaching I asked an agent what would signal to her each day that she  had met her goal and would help her stay accountable. She laughed and said, “Well, when I was in school, I loved getting gold stars! Can I set up a chart?” We both laughed and agreed it was a superb idea! On our calls, she would start by  saying “It was a five star week!! Woohoo!!”

Following a system will ensure that you start each day with a routine to get your energy high. It will allow you to more easily move past the natural resistance we experience toward lead generation and help us step into the space of desiring to connect to others and help them. And last, it will help you create structure around the act of creating business opportunities which in turn, signals to your brain a sense of daily accomplishment.

Here’s to predictable lead generation!